2 Sales Representative Requirements That Must Be Met

A smiling employee at their desk who has met sales representative requirements

Have you ever wondered what makes a sales representative truly effective? What specific requirements and practices set successful sales teams apart from the rest? Sales representative requirements have evolved significantly, as highlighted in Keenan’s book, Gap Selling. The book emphasizes the importance of understanding customer needs through strategic questioning and maintaining a structured approach to sales pipeline management. Keep reading to discover the essential requirements that can transform an average sales team into a high-performing machine.

Pre- and Post-Money Valuation: Venture Capitalists Explain

People in silhouette in a conference room with a cityscape through the windows illustrates pre- and post-money valuation

How much of your company will investors really own after funding? What determines your startup’s worth in the eyes of venture capitalists? In their book Venture Deals, Brad Feld and Jason Mendelson break down the essentials of pre- and post-money valuation in venture capital deals. Understanding these concepts helps founders navigate negotiations and avoid surprises about ownership stakes after investment. Keep reading to learn how different valuation theories affect what VCs think your company is worth—and how to pitch your startup accordingly.

How Do You Hold Employees Accountable? 2 Strategies

A manager holding an employee accountable by talking to them in the workplace

Why do some sales teams consistently hit their targets while others struggle? How do you hold employees accountable without damaging team morale and trust? Sales expert Keenan’s book Gap Selling reveals insights into creating a culture of accountability within sales teams. The focus lies on rewarding honest communication and utilizing data-driven approaches to achieve predictable sales outcomes. Discover actionable strategies that will transform your sales team’s performance and create a more transparent, trust-based environment.

What Is Venture Debt? How It Works + Pros & Cons

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What is venture debt, and how does it differ from traditional startup funding? What are the potential benefits and risks of this alternative financing option? In Venture Deals, Brad Feld and Jason Mendelson explain how venture debt offers startups a way to secure funding without giving up equity. This specialized form of lending has become increasingly popular, but recent events such as the SVB collapse highlight important considerations for entrepreneurs. Read on to discover the advantages, drawbacks, and real-world implications of choosing venture debt for your startup’s growth.

Subscription Fatigue: Why Many Consumers Click to Cancel

A man looking at a Netflix subscription on a tablet illustrates subscription fatigue

What’s behind the explosive 600% growth in subscription services over the past decade? Why are more consumers hitting their breaking point with recurring payments? The rise of subscription-based services has transformed how we access everything from entertainment to groceries. As companies shift from selling products to renting access, consumers face mounting costs, frustrating cancellation processes, and questions about the true value they receive. Keep reading to discover how subscription fatigue is reshaping consumer behavior and what it means for the future of the subscription economy.

5 Venture Capital Term Sheet Provisions You Should Have

A silhouette sketch of five people in a business meeting illustrates a venture capital term sheet

Why do venture capital term sheet provisions matter so much for your company’s future? What key elements should you understand before signing on the dotted line? In Venture Deals, Brad Feld and Jason Mendelson explain how term sheets shape the relationship between founders and investors. From financial matters to governance issues, each provision carries significant weight in determining who owns what and who controls your company’s direction. Keep reading to learn how to navigate these critical decisions and protect your interests as a founder.

The Top 3 Disadvantages of Traditional Business Today

An old business building crumbling, showing the disadvantages of traditional business

Why do the traditional business ways no longer work? Is top-down management good for a company? In The Age of Agile, Stephen Denning argues that changes in the business landscape mean that many of the old ways of managing and leading a company no longer work. He explores three traditional business practices and explains why they’re obsolete. Let’s look at these three disadvantages of traditional business in more detail.

Why Business Projections Don’t Accurately Tell the Future

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Are business projections always accurate? How often does the market change? Business projections are a way for companies to predict future income and performance based on current data. However, Stephen Denning’s book The Age of Agile says that using these predictions won’t give you an accurate reading. Keep reading to learn why you need to be careful with your company’s projections.

A Successful Businesswoman’s Story + Exercises: Jane Boulware

A silhouette of a professional woman in an office illustrates a successful businesswoman's story

What does it take for a successful businesswoman to maintain authenticity while navigating corporate America? How can someone build genuine worth beyond professional achievements? In Worthy, former Microsoft executive Jane Boulware shares her journey of overcoming personal and professional obstacles while staying true to herself. This successful businesswoman’s story reveals how she battled an eating disorder, faced workplace challenges, and found where true worth comes from. Continue reading to explore powerful insights about resilience, self-acceptance, and the importance of building meaningful relationships along the path to success.